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A little over a year ago, I wrote a blog post about an incredible opportunity for Complex B2B Sales Leaders to address their talent shortage. Here is the blog post to refresh your memory: https://www.truesalesresults.com/what-kind-of-b2b-sales-leader-are-you/. Did any Sales Leaders heed my advice to seize upon what seemed like a once in a career Complex B2B…
DetailsWhat kind of B2B Sales Leader will you reveal yourself to be? According to a CSO Insights Sales Talent Study, only 16% of sales leaders believe they have the talent they need to succeed in the future. Yet, when asked what changes they were making to their sales hiring profiles, the vast majority of sales…
DetailsWhen I reflect back on the sales coaching method that I found to be most effective, it really is quite simple. Not surprisingly, it always comes down to the fundamentals. The first thing is activity. There is a baseline of consistent outbound sales activity that your sellers need to conduct in order to build an adequate…
DetailsAs we B2B sales practitioners and leaders enter a new decade, here are some bold predictions that I envision transforming the B2B sales world: Radically change how sales quotas are derived. According to CSO Insights 2019 World Class Sales Practices Study, only 57% of B2B sales reps are attaining their quota. Yet the same study showed…
DetailsOur customers can be incredibly demanding, right? I mean they just want so many things from us as sales people. Let’s take an inventory of all the “asks” that customers make of us. They want product demos, pricing, proof of concepts (PoCs), technical architecture reviews, cyber security reviews, regulatory compliance validations, performance guarantees, user experience…
DetailsThree simple steps to help your sellers crack the code to improve buyer engagement.
DetailsAs I gaze into my 2019 B2B Sales crystal ball, what do I see? Well, for enlightened B2B technology sales leaders I see a tremendous opportunity to improve their selling effectiveness and outperform their competitors. You are probably asking yourself but how, pray tell, is this possible in 2019 when it is harder than ever…
DetailsAll too frequently I’m asked what is the single “silver bullet” for improving sales performance. They may use slightly different words, but in essence they are asking for the same thing. My answer is always the same. There is no silver bullet for improving your sales performance. It doesn’t exist. So, stop wasting your time…
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